Using Voicemail as a Selling Advantage

I love voicemail.

While some salespeople might see voicemail as a dead end or a link in a long game of phone tag, opportunists see it as a chance to learn even more about the prospect before interacting with them.

If you listen closely to a prospect's outbound voicemail message, you can pick up clues to help you adjust your style to be more like theirs.

For example, I'm sure you've heard a slow, steady message like this: "Hello, you've reached Eric Dunn. Please speak clearly on the phone and state your name and your phone number-twice-and a brief message. I will return your call promptly."

This person is detail-oriented and will require a detailed message from you.

How about this one (said with a quick tempo and strength in their tone): "You know what to do! (beep)"

This person's dominant style may not even listen to your message.

If you leave a message, be brief and to the point.

Instead of hanging up the phone immediately or leaving your favorite message, pay attention to the tonality, tempo, and words used in their message so that you can easily mirror their style.

This strategy should give you a head start in building rapport when you speak.